MARITIME COMMERCIAL MANAGER

From Auren Personas, we are collaborating in the search for a Maritime Commercial Manager for an important company in the province of Seville.

Duties and Responsibilities

Reporting to the Commercial Management, you will be responsible for managing strategic accounts for the company (Military, Defense, Navy, etc.). You will develop commercial plans to maximize revenues and profits; identify, prioritize, and capture new opportunities, leading the process from bid to contract award, ensuring proposals are aligned with customer needs. Additionally, leading the team, you will collaborate with operational areas to design value propositions, ensure compliance with business objectives, maintain updated information in the CRM system, and resolve potential internal channel conflicts, with willingness to travel internationally.

Key Responsibilities

• Reporting to the Chief Commercial Officer, the Key Account Manager will be responsible for several defense accounts of strategic importance to BBG, and of considerable complexity.
• Understanding the structure of the market for this customer sector or account (where an account is an individual customer and a sector is a collection of customers operating in the same market sector).
• Influencing the market, customers, and internal business lines to position BBG to win.
• Understanding key drivers and vectors of change impacting organizations operating in this market.
• Building and maintaining enduring customer relationships.
• Creating and implementing account plans and opportunity strategies both internally and with customer stakeholder involvement.
• Leading the early identification of new opportunities, prioritization of opportunities, taking ownership of the development and capture of offers to the customer, leading bids and tender submissions through to contract award, and maintaining contact with the customer during project delivery in accordance with BBG internal governance.
• Ensuring BBG's technical and commercial offerings align with customers' business and operational needs.
• Achieving quality order intake through customer advocacy and excellence of our offerings : responsible for total order intake, revenue, and profit of the account / sector.
• Delivering order quota for the current year and growing the pipeline for future growth.
• Using the BBG CRM tool to track and manage opportunities.
• Collaborating with operations managers to build value-creating offerings for customers.
• Demonstrating knowledge of the entire Defence portfolio to enable opportunity identification across all business lines.
• Resolving channel conflicts within the company.
• The job might demand international travel and presence but will be fulfilled from the company’s HQ in Seville.

Requirements

• Commercial and business acumen with a proven track record in sales and business development.
• Deep experience in port agency services, shipping services, and food supply services.
• In-depth understanding of logistics solutions within the Defence, Military, and Government networks; experience in the Defence sector (Navy, Army, or Air Forces) is appreciated.
• Passion for the defense sector, with a commitment to providing quality service globally.
• Proficiency in English and Spanish is essential; French is a plus.
• Graduates in Business Administration, Marketing, or Advertising with knowledge of international political, business, and economic affairs.
• Excellent personal presentation, communication, networking, and public relations skills.
• Results-driven, energetic, adaptable, and talented in working with people.
• Flexibility and adaptability to change.

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